ake
yourself appear handsome. If you are wholly inexperienced, that need not
be a detriment to your success in the field you want to enter. When you
have mastered the selling process, your very greenness can be presented
before the mind of a prospective employer as the best of reasons for
engaging you. You will be able to make yourself appear desirable because
you _are_ green in that field, and therefore have no wrong ideas to
"unlearn."

[Sidenote: Know All of Yourself]

You can greatly improve your chances to get the job for which you are
best adapted, if you use the reciprocal selling process employed by the
professional salesman when he sells his services to a house. He meets
the head of the concern as his man-equal, and does not just offer
himself "for hire." Such a consciousness of your man-equality when you
are face to face with a prospective employer can result only from
certain, analytical _knowledge of your best self_, complemented by
_knowing how to sell_ the true idea of your particular desirability and
worth.

Very likely you think you are seriously _handicapped_ in many ways.
Having made no detailed analysis of yourself from a salesman's
view-point, you do not appreciate fully the number and the market value
of the _advantages_ you might have. Probably some of your best, most
salable qualities are latent or but partly developed.

[Sidenote: Chart Necessary]

List _your_ particular "goods of sale." Put down on a chart, not only
the qualities you have now, but all the additional ones you feel
_capable of developing_. Then you will realize vividly that you possess
many abilities, some undeveloped yet, which are always needed in the
world. You know that such qualities _should_ be readily salable, to the
mutual benefit of yourself and of buyers. You are learning the selling
process in order to make certain that _you can_ sell the best that is in
_you_, as other men are selling themselves successfully.

Complete your chart by listing your various _defects_. Then study out
ways to use even _your particular faults_ differently than you have been
handling them; so that they will help you, instead of being hindrances
to your success. Think of some people you know, and of how they have
turned their physical "liabilities" into "assets" of popularity.

The very first sales knowledge you need is of exactly what _you_ have to
sell. You cannot see _all_ of yourself, your good and bad
points--yourself as you _are_